HOW TO
GET MORE
REFERRALS
"Thank you so much for the compliment Bruce!
Quick question: I get a lot of referrals. Who
are a couple of people that you work with
that might be interested in what I provide?"
I
I SPEAK to many groups on the topic of referral marketing.
Ranging from big national companies with thousands of
employees, to a brand-new start up business, everyone wants
to know how to save time and attract better clients through
word-of-mouth marketing. One of my most timely in-demand
sessions I share is titled, Referral Magic. It’s amazing that what
we often take for granted, people are seeking to learn or know
more about. This is the case with referrals. I get them daily from
clients and give them to others as well.
1. How do I even ask for referrals?
2. What do I say when I reach out to the person I was sent to?
3. I don’t want to appear to be pushy, how do I avoid this?
4. How do I remember to even ask for them in the sales
process?
5. What are the best ways to follow up with a referral?
Here’s why I believe most people miss out on getting them: they
don’t have a plan for acquiring them. As my central mentor
Dan Kennedy teaches and said to me years ago, “Most people
play blind archery when it comes to marketing.” This same
wisdom is true when it comes to having a proactive game plan
in relation to referrals. These five questions in relation to referrals are quite common
and here’s why: when something is new, we often perceive that
it’s difficult to grasp or figure out. What I love about having a
system to ask for and follow up with referrals is that it removes
doubt and creates consistency.
When I survey Mind Capture audiences online and offline
about the biggest concerns in relation to getting referrals I get
a wide variety of responses. However, here are five of the most
common questions I receive: Let me quickly address the number one concern I hear when
teaching others how to get more referrals: the fear of sounding
pushy. This is a valid point and it often goes back to both fear of
rejection and not having the right language and proper question
ready when the time is right.
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